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Healthcare Channel Head

ROLE PROFILE

Job Title:

Healthcare Channel - Head

Reports to:

Sales Director

Location:

Head Office, Gurgaon

 

No of Direct Reports: 1 Manager-Detailing

 

No of Indirect Reports:

4 Regional Healthcare Managers,

1 TM Manager

Field Force:  100

 

SUMMARY

 

Lead the strategic pharmacy Channel business for the company. The person would be responsible for Pharmacy detailing and selling nationally to create/ restructure the organization design for medical detailing and selling.
The role holder will work closely with the Healthcare Marketing team to create the plans necessary to within the Pharmacy channel.

 

SCOPE / DIMENSIONS OF ROLE

 

  • Create Pharma Channel S&D model for the diverse Healthcare Brands.
  • Build distribution capabilities to maximise chemist channel opportunities.
  • Work with trade marketing to co-create Pharmacy channel Initiatives
  • Identify business opportunities and weave them into business plans.
  • Drive healthcare mindshare and scorecard for all the stakeholders to bring execution focus.
  • Drive doctor detailing agenda to create equity/credibility of Rx portfolio.
  • Play an advisory role to regional heads to drive local specific Pharmacy Channel Initiative.

            

 

 

RESPONSIBILITIES / ACCOUNTABILITIES

Overall Sales Responsibility:

Responsible for the achievement of agreed sales targets: Net revenue, Trade Spends as well as in market performance and achieve 3D (Detailing, Distribution and Display) objectives.

 

Pharma Channel Responsibilities

  • Ensure the achievement of market share, sales and profitability objectives of Pharmacy channel through and with sales & detailing teams by leveraging S&D platform.
  • Design & Implement Pharma Channel Operating Model in line with GTM strategy.
  • Develop and implement training plans to ensure strong health care fundamentals & healthcare mindset for field force.
  • Bring strategic insights on pharma channel opportunities and design execution plan to leverage those opportunities.
  • Work closely with Marketing, Trade Marketing and Detailing team to design channel initiatives & execute.
  • Play an advisory role to sales region on local level Pharma Channel specific initiatives.
  • Secure via TMs customer and competitor intelligence.  Identify key channel/regional trends, opportunities and recommend business proposals to grow business.
  • Contribute towards the development of brand and campaign strategies and plans.
  • Nurture, Develop, and manage the relationship with key pharmacy accounts and opinion leaders.

 

People

  • Ensure resource availability and manage hiring along with HR.
  • Ensure training and capability development of all resources.
  • Conduct and lead the communication initiatives and manage consistent cascade of key messages to all stakeholders in Pharmacy channel.
  • Appraise periodically, the individual performance of direct reports against agreed standards of performance, identify areas for improvement and implement training plans.
  • Maintain open communication with entire team so as to sustain engagement and retention.

 

Liasioning with Sales Set-up

  • Set-up processes and ensure adherence to facilitate interaction between Pharmacy  team with other sales team members at all levels
  • Feedback system to plug distribution gaps.
  • JCM of Med Reps to be aligned with Sales JCM so that proper flow of information and feedback mechanism can be institutionalised

 

Reporting and Administration

  • Maintain contact with Sales Director to discuss issues/challenges.
  • Monitor results obtained on a regular basis. Determine deviations from plans, if any, and institute corrective actions as necessary.
  • Study, analyze, verify, approve of and control all regional reports.
  • Plan and undertake travel to meet all contact norms, monitor contacts made by managers with Doctors and Pharmacists.
  • Maintain and update periodically the Doctor and Pharmacy lists with coverage plans and keep the database for the Detailing set-up available with all stakeholders

 

KEY CHALLENGES

  • Drive strong Healthcare agenda in line with Vision 2020
  • Creating capabilities which establishes RB as a top Health Care company.

 

PROFESSIONAL QUALIFICATIONS/ EXPERIENCE

  • Qualification- MBA (Sales and Marketing)
  • 10 + years of experience in a Pharma/Healthcare sales background
  • Strong knowledge of field sales and doctor detailing.
  • Basic understanding of other functions, especially Marketing & Commercial.

 

PERSONAL ATTRIBUTES

  • Burning desire/ambition to build strong and scalable business platforms.
  • Leadership and interpersonal skills capable of building strong high performing teams.
  • Results oriented, entrepreneurial and self-motivating.
  • Tenacious and resilient, driven to achieve even when faced with obstacles.
  • Sound commercial understanding of business issues and opportunities.
  • Strong analytical skills with ability to develop strategies, tactics to convert possibilities into reality.
  • Strong grasp of regulatory, legal and other administrative and environmental issues.


Job Segment: Medical, Pharmacy, Healthcare

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